COMPLIANCE: social influence involving direct requests from one person to another. The result of direct pressure to give into a result.
Compliance techniques are strategies to persuade the person to agree to the request.
2 types of compliance techniques:
Foot in the door
Low balling
LOW BALLING
Involves changing an offer to make it less attractive to the target person after they have agreed to it.
For example, a car salesman offers a customer a good deal which they accept. The salesman then finds an excuse to change the deal and make it less attractive to the customer. Often customers agree to the new, less desirable offer.
Supporting studies: Cialdini (1974) Burger & Cornelius (2003)
FOOT IN THE DOOR Works by first asking a small request and then asking a larger request as you already have your ‘foot in the door.’ Once we start to behave in a helpful way we are more likely to help a second time.